Tell Prospects What You Do instead of What You Are

Tell Prospects What You Do instead of What You Are

In social settings, people will often ask what you do for a living. If, like the majority of advisors, you reply ‘I’m a financial advisor’, you’re missing an opportunity to pique others’ interest and possibly win new business.

Instead of simply sharing your job title, use this opportunity to establish your value, and give people a reason as to why they should want to work with you.

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A Blueprint for Aspiring Million Dollar Producers to Follow

A Blueprint for Aspiring Million Dollar {Producers to Follow - AskDON

A while ago I received an email from Guy Steele who is a friend and an advisor in Hawaii. He said:

“Give me an idea of how a million dollar producer works. How many calls a day do they make? How many hours a day do they work? Mentally what’s their mindset each day when they go to the office? Do you have a blueprint for aspiring million dollar producers to follow?”

Listen to Don’s answer or read the transcript below.

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How Asking Yourself WHY Would Help You Be a Better Advisor

Asking ‘why ‘can greatly increase your understanding of yourself and of those around you, both of which will make you a better advisor. Asking ‘why’ your clients do business with you can make the referral process easier. Asking ‘why’ can help motivate your clients into investing for their future. Asking ‘why’ you became a financial advisor can help you re-energize your career.

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Excellence Is a Habit – How to Develop it

Excellence is a habit - how to develop it

There is no convenient escalator to success, but rather a stairway which needs to be climbed step by step. No one becomes a great advisor overnight, or by being endowed with extra talent. Those that succeed do so because they’ve plied their trade day after day to such a degree that they have become the best at what they do. They have a plan and they stick to it; they understand what’s important and put their focus into these areas. They became ‘brilliant at the basics’.

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How to Tell Clients You Are Raising Your Fee

How to Tell Clients You Are Raising Your Fee

You can show a client how to save for a successful retirement, but you cannot make him act on your advice. You can do everything for a client but make the decisions. Nonetheless, if people take your advice, they will educate their children without borrowing money and eventually retire with no financial worries. It is egregious to think that setting up a successful plan for someone and then politely goading that person into action over the next several years until that person’s financial dreams come true is only worth one percent. But that’s the corner we’ve painted ourselves into.

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Being Proactive Is a Key to Financial Advisor’s Success

Being Proactive Is a Key to Financial Advisors Success

No one becomes a great financial advisor by accident. In order to become successful you must decide to be successful, and you’re the only person that can do this. If you don’t like where you are today then do something about it. Change, do things differently. The only thing standing between you and success is you. If you are tired of not having enough people to talk to, then make the decision to sharpen your prospecting skills. If you are tired of hearing people say they’ll ‘think it over’, make it your aim to learn how to better overcome their objections.

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Why Both You and Your Client Need the Skill of Visualization

Naturally your clients read the papers, watch the news, and use the internet to see what’s happening to their investments, they’re interested. And there will be bumps in the road. Keeping clients fully invested in the face of bad news is hard to do, so how do you get them to grin and bear it?

When someone sees their portfolio go down it’s your job to refocus them on the road ahead.

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